{
  "version": 3,
  "sources": ["ssg:https://framerusercontent.com/modules/2yAX4b11AeFQYsarHehl/XPM8vCXry49NQ0RBEMFv/npnow37es-14.js"],
  "sourcesContent": ["import{jsx as e,jsxs as t}from\"react/jsx-runtime\";import{Link as n}from\"framer\";import{motion as o}from\"framer-motion\";import*as a from\"react\";export const richText=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"What Are the Different Sales Lead Temperature?\"}),/*#__PURE__*/t(\"p\",{children:[\"A \",/*#__PURE__*/e(n,{href:\"/blog/definition-of-a-sales-lead/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"sales lead\"})}),\" is someone who is in the market for your service or product. This person fits your criteria for \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-generation-versus-prospecting/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"being an ideal client\"})}),\" and would benefit from what your company offers.\"]}),/*#__PURE__*/e(\"p\",{children:\"These lead types are segmented into three major categories:\"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Cold lead\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(n,{href:\"/blog/warm-leads-better-than-cold-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Warm lead\"})})})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Hot Lead\"})})]}),/*#__PURE__*/e(\"img\",{alt:\"cold, warm and hot leads\",className:\"framer-image\",src:\"https://framerusercontent.com/images/DQmMCocDHQgXbd7sGtSnAQ8B0.png\",srcSet:\"https://framerusercontent.com/images/DQmMCocDHQgXbd7sGtSnAQ8B0.png?scale-down-to=512 512w,https://framerusercontent.com/images/DQmMCocDHQgXbd7sGtSnAQ8B0.png 760w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/understanding-warm-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"p\",{children:\"The ability to recognize sales lead temperature is essential for establishing where leads are in the funnel. This information aids in finding the sweet sales spot to ensure successful conversions.\"}),/*#__PURE__*/e(\"h3\",{children:\"Cold Lead Definition\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.business.com/articles/prevent-warm-leads-turning-cold/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Cold leads\"})}),\" are those who ft your target audience but haven't yet interacted with your company or brand. These leads are the farthest from converting and need to be educated about your company\u2019s mission, exactly what you offer, and why your product/service is the right solution for meeting their specific needs.\"]}),/*#__PURE__*/e(\"p\",{children:\"This lead is not ready to buy in any capacity. If you try to make the sale at this stage, you may alienate and lose them altogether. Instead, focus on warming the potential client up through high-level, informational content.\"}),/*#__PURE__*/e(\"h3\",{children:\"Warm Lead Definition \"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/warm-leads-better-than-cold-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Warm leads\"})}),\" are closer to converting because they have shown some interest in your product or service. They may have searched a business on Google that offers a comparable product or service or even visited your website. A warm lead may have also engaged with one of your social media posts or clicked a link in an email.\"]}),/*#__PURE__*/e(\"p\",{children:\"These types of leads are categorized as warm because they\u2019ve already had some interaction with your product or service so they are at least acquainted with what your business offers. This means they are actively researching solutions and are looking to buy in the near future.\"}),/*#__PURE__*/e(\"h3\",{children:\"Hot Lead Definition \"}),/*#__PURE__*/t(\"p\",{children:[\"A \",/*#__PURE__*/e(n,{href:\"https://www.business2community.com/sales-management/classification-sales-leads-hot-warm-cold-01336258\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"hot lead\"})}),\" often referred to as a qualified lead, is a lead that is very interested in what your company does and is ready to buy. This person has been to multiple sites, talked to people about their solutions, and has likely eliminated the competition.\"]}),/*#__PURE__*/t(\"p\",{children:[\"It\u2019s essential to recognize the buying signals for each lead type, so you\u2019re prepared to move them along the \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/customer-journey-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer journey\"})}),\".\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"Buying Signals for Lead Types\"}),/*#__PURE__*/t(\"p\",{children:[\"There are surefire \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/buying-signals/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"buying signals\"})}),\" you need to be keenly aware of to be an effective salesperson. Typically cold leads aren\u2019t going to emit any buying signs, but there are ways to identify when a lead is cold.\"]}),/*#__PURE__*/e(\"h3\",{children:\"How to Tell if You Have a Cold Lead \"}),/*#__PURE__*/e(\"p\",{children:\"If you see a new lead on your dashboard and have nothing more than a name or an email, that\u2019s a cold lead. These leads haven\u2019t interacted with your company and don\u2019t know about you or your service/product.\"}),/*#__PURE__*/e(\"h3\",{children:\"How to Tell if Your Lead Is Warming Up \"}),/*#__PURE__*/e(\"p\",{children:\"You\u2019ll start to notice a lead is warming up when you see them interact with your brand more. Maybe they fill out a form to download a PDF, or they sign up for a free trial of your software. At this point, they\u2019re familiarizing themselves with your brand and deciding if you\u2019re the right solution for them.\"}),/*#__PURE__*/e(\"p\",{children:\"If you\u2019re going to reach out to this person, it shouldn\u2019t be to convince them to buy, but rather, to offer additional support if needed. As a sales representative, you need to show them that your company cares about how they use your services and wants to be the helping hand they need when they have questions.\"}),/*#__PURE__*/t(\"p\",{children:[\"At this point in the sales cycle, you still may not be sure whether the lead is qualified or not. Thankfully, there are \",/*#__PURE__*/e(n,{href:\"https://www.thebalancecareers.com/powerful-qualifying-questions-2917083\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"questions you can ask\"})}),\" to help determine where they are in the buying process.\"]}),/*#__PURE__*/e(\"h3\",{children:\"How to Tell If My Lead Is Hot? \"}),/*#__PURE__*/e(\"p\",{children:\"Only when a lead comes to you and asks about pricing, signing a contract, or getting started should you try and close them. You can nudge them in the right direction by asking them how their free trial went once it\u2019s over,\\xa0 but a lead isn\u2019t truly a hot lead until they ask for concrete steps to move forward.\"}),/*#__PURE__*/t(\"p\",{children:[\"If you think you have a hot lead but aren\u2019t sure, try a \",/*#__PURE__*/e(n,{href:\"https://www.lucidchart.com/blog/sales-closing-techniques\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"soft close\"})}),\". An example of this would be letting them know you have a deal going on but not asking them to purchase. Let them tell you they want to buy.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"The Importance of Sales Lead Management\"}),/*#__PURE__*/t(\"p\",{children:[\"Sales \",/*#__PURE__*/e(n,{href:\"https://technologyadvice.com/blog/sales/what-is-lead-management/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead management\"})}),\" is the overall lead qualification process for a business. The flow a lead generally goes through is:\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Identified: A lead is recognized.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Educated: A lead learns about your brand.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Engaged: The lead has performed an action with your company.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Qualified: The lead is qualified and is ready to purchase.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Passed On To Sales: Sales has the lead and is closing it.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"As a sales manager, you need to be clear about the sales process and determine the parameters for a lead\u2019s temperature. Without setting clear guidelines and expectations, your sales team won\u2019t know how to move a prospect through the temperatures and turn them into a hot lead.\"}),/*#__PURE__*/t(\"p\",{children:[\"By creating a \",/*#__PURE__*/e(n,{href:\"/blog/creating-a-top-lead-strategy-in-2021/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"winning lead strategy\"})}),\", you can expect to see your team more confident in their sales. They will also be more capable of closing deals and building long-lasting relationships with your new clients.\"]}),/*#__PURE__*/t(\"p\",{children:[\"It is tough to look at those five stages and manually move leads around to serve them best. That\u2019s why lead management software is a great choice to help classify a sales lead temperature.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})]}),/*#__PURE__*/e(\"h2\",{children:\"Why You Should Use a Lead Management Software to Determine Sales Lead Temperature\"}),/*#__PURE__*/t(\"p\",{children:[\"A CRM can boost your sales by up to 29% and has proven to increase \",/*#__PURE__*/e(n,{href:\"https://spotio.com/blog/sales-statistics/#leadqual\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"productivity by 34%\"})}),\". Getting the right lead management software helps you to warm leads up and increases the amount of time your sales team is selling rather than prospecting.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"automatic lead tagging\",className:\"framer-image\",src:\"https://framerusercontent.com/images/eXLqinlPKOlYjFZYAYNmEcEKj3c.png\",srcSet:\"https://framerusercontent.com/images/eXLqinlPKOlYjFZYAYNmEcEKj3c.png?scale-down-to=512 512w,https://framerusercontent.com/images/eXLqinlPKOlYjFZYAYNmEcEKj3c.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/eXLqinlPKOlYjFZYAYNmEcEKj3c.png 1600w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(n,{href:\"https://docs.leadboxer.com/article/96-lead-tags\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"h3\",{children:\"Automatic Lead Tagging \"}),/*#__PURE__*/e(\"p\",{children:\"A lead management software will automatically tag and filter your leads to show you the ones that need interaction with you. After setting up the parameters for a cold, warm, and hot lead, your sales team will save time by only focusing on the closest to-converting prospects.\"}),/*#__PURE__*/e(\"h3\",{children:\"Built-in Integrations\"}),/*#__PURE__*/t(\"p\",{children:[\"Lead management software is typically built with\",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/integrations/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" numerous integrations\"})}),\" to make your daily life easier. These integrations can help warm up your leads by sending them relevant emails to inform and encourage them to keep interacting with your brand.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"img\",{alt:\"built-in integrations\",className:\"framer-image\",src:\"https://framerusercontent.com/images/lWoSA2Z4taIJ5gILSFE5i9vu95o.png\",srcSet:\"https://framerusercontent.com/images/lWoSA2Z4taIJ5gILSFE5i9vu95o.png?scale-down-to=512 512w,https://framerusercontent.com/images/lWoSA2Z4taIJ5gILSFE5i9vu95o.png 947w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/features/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"h3\",{children:\"Superior Tracking Abilities \"}),/*#__PURE__*/e(\"p\",{children:\"When it comes to understanding a lead\u2019s temperature, don\u2019t underestimate the importance of tracking your prospect\u2019s actions. IP tracking will tell you when a prospect comes to your site, opens your emails, and what they end up doing with that information.\"}),/*#__PURE__*/e(\"p\",{children:\"Knowing what they interact with and what they ignore will help you tailor your sales pitch to meet their unique needs.\"}),/*#__PURE__*/e(\"h3\",{children:\"Advanced Segmenting \"}),/*#__PURE__*/e(\"p\",{children:\"Using filters helps to remove clutter in your dashboard. Filters and segments enable you to focus your efforts on leads that are inside your target audience.\"}),/*#__PURE__*/e(\"p\",{children:\"You can filter data such as a company\u2019s name, the business\u2019s size, where their head office is, and how they initially found your business. From there, your lead management software will be able to automatically send targeted messages to help move prospects through the funnel.\"}),/*#__PURE__*/e(\"h3\",{children:\"Lead Qualification \"}),/*#__PURE__*/t(\"p\",{children:[\"Good \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/7-reasons-for-the-growing-demand-for-lead-management-software/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead management software\"})}),\" helps you segment your leads and enables you to qualify leads. Knowing how to \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-qualification/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"qualify a lead\"})}),\" is a skill that all salespeople and marketers are constantly working to perfect. Don\u2019t try to do it all yourself; allow the software to help make the process easier and more efficient.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Notifications \"}),/*#__PURE__*/t(\"p\",{children:[\"When you use the \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/about/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"right lead system\"})}),\", you\u2019ll automatically be notified when someone interacts with your site, indicating they are ready to buy. You no longer have to rely solely on identifying the signals yourself. You can trust your software to alert you of critical actions your prospects are taking.\"]}),/*#__PURE__*/t(\"p\",{children:[\"To begin using an automated lead generating and nurturing system, request your \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/start/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"free LeadBoxer trial\"})}),\" today!\"]})]});export const richText1=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"You\u2019ve generated a new lead, now what? Conversions happen when your pipeline is filled with quality prospects that are in the market for your product. Determining which leads will turn into active accounts is an important first step in the sales cycle. Lead generation focuses on gathering potential customer contact information. \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-generation-versus-prospecting/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Sales prospecting takes it a step further\"})}),\" to convert leads into revenue. Setting aside time and other resources for these processes will help improve your sales conversion rates. The best way to start your customer pipeline is by outlining the ideal client profile as a way to guide your sales and marketing efforts.\"]}),/*#__PURE__*/e(\"p\",{children:\"Read on or \u201Cjump\u201D ahead to these sections to learn more:\"})]});export const richText2=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"What Is an Ideal Client Profile?\"}),/*#__PURE__*/e(\"p\",{children:\"Before you can begin planning, you need to understand what an ideal client looks like for your company. A client profile is a strategy that helps determine which prospects are most likely to convert. This information allows you to personalize marketing tactics and use appropriate resources to create conversions.\"}),/*#__PURE__*/t(\"p\",{children:[\"Your client profile is a fictional representation of your \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-qualification/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"best sales leads\"})}),\" based on research, past experiences, current leads, and your team\u2019s resources. The goal of this outline is to help discover what your target audience should be.This strategy is crucial for successful \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-generation-tools/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead generation\"})}),\" and sales prospecting efforts. The ideal client profile illustrates that not all generated leads align with your company goals.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Creating an Ideal Client Profile\"}),/*#__PURE__*/e(\"img\",{alt:\"ideal customer profile and customer personas\",className:\"framer-image\",src:\"https://framerusercontent.com/images/3go2c1TKKKiJc3HiFAAiR2rIAo.png\",srcSet:\"https://framerusercontent.com/images/3go2c1TKKKiJc3HiFAAiR2rIAo.png?scale-down-to=512 512w,https://framerusercontent.com/images/3go2c1TKKKiJc3HiFAAiR2rIAo.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/3go2c1TKKKiJc3HiFAAiR2rIAo.png 1285w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://rahulogy.com/how-to-create-ideal-customer-profile-for-b2b-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/t(\"p\",{children:[\"Creating \",/*#__PURE__*/e(n,{href:\"https://www.forbes.com/sites/forbescoachescouncil/2019/09/24/know-your-audience-15-strategies-for-creating-your-ideal-client-profile/?sh=26d557c15972\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"an ideal client profile is an important step\"})}),\" in taking your business development cycle to the next level. This requires research, time, and resources to properly determine your target prospects. Allowing your collected data to drive this process and maintaining flexibility are key factors in building an accurate client profile.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Conduct Research Based on Current Clients\"}),/*#__PURE__*/e(\"p\",{children:\"Whether you have a developed sales pipeline or are just starting out, research is the most crucial step in the creation of this profile.\"}),/*#__PURE__*/e(\"p\",{children:\"If your company is already well-established with a substantial customer database, start by identifying your top clients. Research and compile answers to the following questions:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"What makes this account profitable?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How long has the account been active with your business?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Does this client provide constructive feedback on your services?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Do you provide a high return on investment (ROI) on the requested services for this account?\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"Next, analyze the data surrounding these businesses and their interactions with your company. Pay attention to the ways these customers are responding to your \",/*#__PURE__*/e(n,{href:\"/blog/digital-marketing-channels-for-lead-generation/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"digital marketing\"})}),\" tactics. Focus on their social media presence, website traffic, and responses to email campaigns.\"]}),/*#__PURE__*/e(\"p\",{children:\"After gaining an initial understanding of their role within your pipeline, set aside time to conduct client interviews. This will allow you to dig deeper into their actions while strengthening your relationship with these accounts.\"}),/*#__PURE__*/e(\"p\",{children:\"Make sure to focus on gathering insight into the following:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The decision-making process for business transactions\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Company data such as industry, budget, and location\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Company goals and current challenges to their mission\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Purchasing decisions for your product\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Using these research tactics will help you gain a better understanding of the role your company plays in each customer\u2019s continued success. This gives you tangible evidence of how your product is being used while enabling you to examine the various ways companies interact with your brand.\"}),/*#__PURE__*/e(\"h3\",{children:\"Research Prospects and Industry Trends\"}),/*#__PURE__*/t(\"p\",{children:[\"While analysis of your current customer relationships provides valuable insight as to how your services are used by existing customers, it\u2019s equally \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-intelligence/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"important to gather data on prospects within \"})}),\"your industry. This allows you to explore new brands and discover leads in your target audience.\"]}),/*#__PURE__*/e(\"p\",{children:\"Use sites like LinkedIn to investigate what experts are saying about your industry. Join social media groups and listen to webinars to keep up with current trends. Knowing the market and tracking how potential clients use social media helps you tailor your marketing tactics to effectively communicate with prospects.\"}),/*#__PURE__*/e(\"h3\",{children:\"Compile Your Data\"}),/*#__PURE__*/e(\"p\",{children:\"The next step in creating the ideal client profile is compiling data and resources to build out the profile. This information will come from market trends, current customer data, and research on potential clients.\"}),/*#__PURE__*/e(\"p\",{children:\"Use the following categories for your profile\u2019s outline, and fill in the information based on your research:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Background and demographic information\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Communication style\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Company goals\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Potential challenges your clients may face\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Decision making and purchasing processes\"})})]}),/*#__PURE__*/e(\"p\",{children:\"This profile should be reviewed by your sales, marketing, and customer service departments. Consistent communication about the ideal client profile across internal departments will allow your sales team to stay focused on high-quality prospects.\"}),/*#__PURE__*/e(\"h3\",{children:\"Remaining Flexible With Ideal Client Profiles\"}),/*#__PURE__*/e(\"p\",{children:\"Of course, you want to reach out to potential accounts that fit your ideal client profile. But you also want to remain open to going after prospects with minor differences.\"}),/*#__PURE__*/t(\"p\",{children:[\"The point of determining your ideal client is to help your teams engage with target audiences, and then convert that \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/customer-engagement-strategy/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer engagement\"})}),\" into sales.\"]}),/*#__PURE__*/e(\"p\",{children:\"This tactic is extremely helpful in determining which leads are worth your time and those that don\u2019t match your company\u2019s goals. An examination of industry leads that don\u2019t precisely fit your ideal client profile may inform your sales team and aid your attempts to expand the reach of your brand.\"}),/*#__PURE__*/e(\"h2\",{children:\"Ideal Client Profile vs. Customer Persona\"}),/*#__PURE__*/e(\"img\",{alt:\"ideal client profile vs customer persona\",className:\"framer-image\",src:\"https://framerusercontent.com/images/Uox4uJz9VefnOajkmftw2lLI2I.png\",srcSet:\"https://framerusercontent.com/images/Uox4uJz9VefnOajkmftw2lLI2I.png?scale-down-to=512 512w,https://framerusercontent.com/images/Uox4uJz9VefnOajkmftw2lLI2I.png 1024w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/pulse/how-create-customer-persona-free-template-roxana-humelnicu/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"An ideal client profile shows your model sales prospects, while a customer persona is the representation of that ideal buyer based on research and data.\"}),/*#__PURE__*/e(\"p\",{children:\"The two terms sound similar but serve different functions in the process. A customer persona is a detailed analysis of the employees who make sales decisions, not the company itself. This encompasses the different buying patterns seen in the profile of your ideal client.\"}),/*#__PURE__*/e(\"p\",{children:\"Companies may have multiple personas. While there are specific roles you will interact with to land a sale, each employee will have a different personality. This varies depending on who your sales team interacts with and the challenges each of these employees face in their day-to-day work.\"}),/*#__PURE__*/e(\"p\",{children:\"These personas help your business interact more effectively with leads. Your marketing tactics can be tailored to fit the different roles each of these personas encompass.\"}),/*#__PURE__*/e(\"p\",{children:\"For example, you may interact with a \u201Cby the book\u201D salesperson, rather than someone who is open to nontraditional pitches.\\xa0 Doing this allows you to shift messaging across departments as needed to show how your product can be beneficial for a range of account types.\"}),/*#__PURE__*/e(\"h2\",{children:\"The Links Between Ideal Client Profile and Customer Persona\"}),/*#__PURE__*/t(\"p\",{children:[\"A solid client profile and a well-defined customer persona \",/*#__PURE__*/e(n,{href:\"https://www.godaddy.com/garage/ideal-customer-profile-personas/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"can work together\"})}),\" to inform your decisions \",/*#__PURE__*/e(n,{href:\"https://www.godaddy.com/garage/ideal-customer-profile-personas/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"on which leads\"})}),\" and prospects you should pursue. Your ideal client profile focuses on identifying prime targets, and your customer persona helps find the best points for communication.\"]}),/*#__PURE__*/e(\"p\",{children:\"Think of it as your ideal client profile doing the front-end of the cycle by identifying qualified leads and generating prospects. Then, the customer persona continues the process by targeting messaging and communication efforts to the right audience.\"}),/*#__PURE__*/e(\"h2\",{children:\"Ideal Client Profiles and Account Based Marketing\"}),/*#__PURE__*/e(\"img\",{alt:\"traditional marketing vs account based marketing\",className:\"framer-image\",src:\"https://framerusercontent.com/images/DE23SZVAkAnTxO2nyDend0YIHrU.png\",srcSet:\"https://framerusercontent.com/images/DE23SZVAkAnTxO2nyDend0YIHrU.png?scale-down-to=512 512w,https://framerusercontent.com/images/DE23SZVAkAnTxO2nyDend0YIHrU.png 600w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://contentmarketinginstitute.com/2019/07/abm-content-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"Account based marketing is a strategy that allows sales and marketing teams to collaborate to target potential accounts for high conversion rates. This allows companies to spend resources on the leads that are most likely to generate revenue.\"}),/*#__PURE__*/e(\"p\",{children:\"Your ideal client profile plays a major role in account-based marketing strategies. If you understand your target audience, you\u2019ll be able to successfully communicate the ways in which your product can specifically help each prospect.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://business.linkedin.com/marketing-solutions/blog/linkedin-b2b-marketing/2016/what-is-account-based-marketing--10-definitions-from-the-experts\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Account based marketing\"})}),\" strays away from the one-size-fits-all messaging. Instead, it allows businesses to emphasize the parts of their services that will benefit individual companies.\"]}),/*#__PURE__*/e(\"p\",{children:\"Using the description detailed in your profile, your sales team gains a deep understanding of which leads will most likely be interested in your product. From there, your marketing team will be able to research and target the correct audience.\"}),/*#__PURE__*/t(\"p\",{children:[\"With a firm understanding of the role, your company plays in your ideal client profile\u2019s business model, \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/account-based-marketing-tactics/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"account based marketing strategies\"})}),\" allow for personalized messaging. Potential customers will be shown the benefits of your product through multiple channels.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Using Your Ideal Client Profile\"}),/*#__PURE__*/t(\"p\",{children:[\"There is a large amount of work that goes into creating a completed profile. To maximize the return on your efforts, \",/*#__PURE__*/e(n,{href:\"https://www.b2bleadblog.com/ideal-customer-profiles/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"proper implementation of the profile goes a long way.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Target leads with high conversion potential. This profile gives an outline of the ideal client that will be most interested in becoming a buyer. Your sales team should use this data for lead generation and prospect cultivation.\"}),/*#__PURE__*/e(\"p\",{children:\"Use the information from your profile to guide the content coming from your marketing team. Develop keywords that highlight the main aspects of the ideal client profile. Use consistent themes that speak to a company\u2019s needs.\"}),/*#__PURE__*/e(\"p\",{children:\"Make adjustments to your outlines as the market changes or your business grows. The best part about this strategy is the opportunity for growth as your company discovers new leads.\"}),/*#__PURE__*/t(\"p\",{children:[\"Continuously research current and potential clients, keep up with industry trends, and tailor your ideal client profile as needed. Also you can learn about \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/creating-sales-urgency\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"creating sales urgency\"})}),\" to help.\"]}),/*#__PURE__*/e(\"p\",{children:\"By devoting time to reach out to potential customers who fit this profile, your conversion rates will improve.\"})]});export const richText3=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"What ultimately determines whether a customer buys from you or a competitor? Is it the price of your product or service, its features, or your return policy? While all those things factor into a person\u2019s decision, studies show that your brand\u2019s thought leadership is just as important.\"}),/*#__PURE__*/t(\"p\",{children:[\"In this guide, we\u2019ll discuss what thought leadership is and why it drives sales. We\u2019ll also dig into actionable, data-backed strategies for how you can cultivate thought leadership. As a result, you\u2019ll be able to attract and qualify a constant stream of \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/what-is-lead-enrichment/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"leads for your sales team\"})}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"Read on or jump ahead to these topics:\"})]});export const richText4=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"What is Thought Leadership?\"}),/*#__PURE__*/e(\"p\",{children:\"A person or brand is said to possess thought leadership when they are seen as an expert in their field. However, a thought leader isn\u2019t just knowledgeable about their industry\u2014they are also the figures who blaze new trails. Research that determines more effective industry techniques and solutions often comes from such experts.\"}),/*#__PURE__*/e(\"p\",{children:\"Consider these thought leadership examples:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"If you are looking for the latest search engine optimization tactics, your first impulse might be to check the blog of Neil Patel, an online marketing guru.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Top-tier copywriters looking to brush up their skills would likely read the \",/*#__PURE__*/e(n,{href:\"https://copyhackers.com/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Copyhackers\"})}),\" blog or buy a course from them.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Hikers and campers looking to purchase a new mattress pad might consult a comparison guide on REI\u2019s blog before hitting the \u201Cadd to cart\u201D button.\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"By disseminating high-quality advice free of charge, these thought leaders engender a feeling of trust in their audience. That confidence increases the likelihood that a potential customer will \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/price-new-product/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"purchase a product or service\"})}),\" from them instead of a competitor.There\u2019s plenty of data to back this up. The \",/*#__PURE__*/e(n,{href:\"https://www.edelman.com/research/2019-b2b-thought-leadership-impact-study\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"2019 Edelman-LinkedIn B2B Thought Leadership Impact Study\"})}),\" found that 55% of decision-makers use thought leadership as a way to vet potential vendors before agreeing to work with them.\"]}),/*#__PURE__*/e(\"p\",{children:\"The same study found that interest in thought leadership is growing. Between 2018 and 2019, the percent of decision-makers who spend an hour or more a week reading thought leadership content grew by eight points.\"}),/*#__PURE__*/e(\"p\",{children:\"It is clear that thought leadership is a crucial element of any marketing and sales strategy. Fortunately, cultivating it is relatively low-tech and relies on knowledge and skills you likely already have.\"}),/*#__PURE__*/e(\"h2\",{children:\"6 Ways to Increase Sales with Thought Leadership\"}),/*#__PURE__*/e(\"p\",{children:\"For best results, employ all of these strategies to become a thought leader and leverage your status.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Create Educational Content for Ideal Customers\"})})}),/*#__PURE__*/e(\"p\",{children:\"Thought leadership is often synonymous with content creation. For example, the three experts highlighted in the previous section\u2014Neil Patel, Copyhackers, and REI\u2014all have a robust blog where much of their advice lives.\"}),/*#__PURE__*/e(\"p\",{children:\"However, these leaders don\u2019t just publish what they think is most important to talk about in their field. They anticipate potential customers\u2019 questions and answer them. This shows that you are in tune with prospects\u2019 needs and are capable of supplying the solution on demand.\"}),/*#__PURE__*/e(\"p\",{children:\"Creating content not only fosters thought leadership but also doubles as a way to qualify leads for your sales team. Once you have a repository of content, you can then track the behavior of people visiting your site. This data will help you zero in on the most promising prospects.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"LeadBoxer\"})}),\" is a tool that identifies visitors to your site and analyzes the actions they take while there. You can see what content they\u2019re engaging with, the duration of their engagement, and the frequency of actions.\"]}),/*#__PURE__*/e(\"img\",{alt:\"mail tracking data\",className:\"framer-image\",src:\"https://framerusercontent.com/images/rXIvEzgZzqJ54HXtVrFKKhnSDuo.png\",srcSet:\"https://framerusercontent.com/images/rXIvEzgZzqJ54HXtVrFKKhnSDuo.png?scale-down-to=512 512w,https://framerusercontent.com/images/rXIvEzgZzqJ54HXtVrFKKhnSDuo.png 947w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/features/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/t(\"p\",{children:[\"In addition to showing your \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/happy-sales-team/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"sales team\"})}),\" who they should get in touch with, this information reveals what problems a potential customer needs to solve. This allows sales reps to prepare answers to possible questions that might arise during outreach.\"]}),/*#__PURE__*/e(\"p\",{children:\"Creating thought leadership content that anticipates and answers questions for ideal customers both drives sales and makes your sales reps\u2019 jobs easier. Prospects will be more informed about your industry and product or service, while reps will know who to reach out to and what talking points to use.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Conduct Research or Publish Case Studies\"})})}),/*#__PURE__*/e(\"p\",{children:\"When it comes to creating content, thought leaders don\u2019t just rehash what others have already said. They put out studies and research that create new viewpoints for their industry.\"}),/*#__PURE__*/e(\"p\",{children:\"You don\u2019t need to have a huge budget or poll thousands of people to accomplish this. In fact, case studies about your existing clients are a solid way to build thought leadership.\"}),/*#__PURE__*/t(\"p\",{children:[\"Consider \",/*#__PURE__*/e(n,{href:\"https://copyhackers.com/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Copyhackers\"})}),\", a brand that provides education about copywriting. The company\u2019s blog features case studies that use data to back up claims about the effectiveness of certain techniques. For instance, take a look at the opening of this article:\"]}),/*#__PURE__*/e(\"img\",{alt:\"case studies from Copyhackers\",className:\"framer-image\",src:\"https://framerusercontent.com/images/XBZLlsT3XmiFLQyIFA0SMUGBk.png\",srcSet:\"https://framerusercontent.com/images/XBZLlsT3XmiFLQyIFA0SMUGBk.png?scale-down-to=512 512w,https://framerusercontent.com/images/XBZLlsT3XmiFLQyIFA0SMUGBk.png 546w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://copyhackers.com/2016/06/copywriting-principles-sweatblock/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"By claiming a 108% lift in revenue, Copyhackers-founder Joanna Wiebe instills confidence in the three featured copywriting principles. Results like that sell your brand without you having to make a more obvious pitch.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Contribute Content to Media Outlets\"})})}),/*#__PURE__*/e(\"p\",{children:\"In addition to putting out your own blog posts, try to create content for other sites. This helps build awareness for your brand and shows potential customers that other industry leaders value your insight.\"}),/*#__PURE__*/e(\"p\",{children:\"There are two different types of media outlets you can write for. The first is a mainstream outlet, such as Forbes, Business Insider, or Fast Company. Prospects will immediately know and trust these high-profile sites and magazines.\"}),/*#__PURE__*/t(\"p\",{children:[\"The second type you can contribute to is a niche outlet. Research which brands are the leading publishers of content in your field. For example, companies looking to increase their clout in the field of \",/*#__PURE__*/e(n,{href:\"/blog/digital-marketing-channels-for-lead-generation/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"digital marketing\"})}),\" might try to write for the HubSpot Marketing Blog or the Moz Blog.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Give Talks About Your Field\"})})}),/*#__PURE__*/e(\"p\",{children:\"Like writing for media outlets, being involved in digital or in-person events can raise your brand\u2019s profile. This could be something as simple as leading a free webinar or participating in a conference.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Turn Your Sales Reps Into Experts\"})})}),/*#__PURE__*/e(\"p\",{children:\"Thought leadership content is often written or delivered by your company\u2019s C-level executives. This helps potential customers connect to the human side of your brand. However, it\u2019s vital that all of your employees are just as knowledgeable about your product and industry as your C-level executives. After all, customers will spend most if not all of their time working with your sales and customer service teams.\"}),/*#__PURE__*/e(\"p\",{children:\"Picture these two different scenarios:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A prospective customer asks a sales rep a question about your product, and the rep refers them to a piece of content in your knowledge base.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A prospect asks a question, and the rep is able to easily answer it in real-time (though perhaps sending them content for future reference).\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Which would you rather experience as a potential customer? Chances are, you would be more likely to buy from a company where the reps can answer your questions right off the bat. This knowledgeability demonstrates a company-wide passion for quality.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Be Strategic in Your Self-Plugs\"})})}),/*#__PURE__*/e(\"p\",{children:\"While thought leadership content is a sales tool, it should be able to stand on its own as a free service. Cluttering articles with plugs for your brand is a quick way to turn off potential customers. People instinctively know when they are being sold to, and might tune out anything that comes after.\"}),/*#__PURE__*/e(\"p\",{children:\"However, that doesn\u2019t mean you should never pitch your product or service. The key is to be intentional about how you do it.\"}),/*#__PURE__*/e(\"p\",{children:\"For example, readers of a long-form piece of content likely won\u2019t mind one or two natural segues into a description of how you can help. Those who are actively searching for a product to solve a problem will be even more appreciative of the information.\"}),/*#__PURE__*/e(\"p\",{children:\"Case studies are great because they organically tout your brand without you ever having to make a pitch. Readers should reach the end of the piece impressed with your results, so much so that reaching out to you with their problems is a no-brainer.\"}),/*#__PURE__*/e(\"h2\",{children:\"Get More Sales with Thought Leadership\"}),/*#__PURE__*/e(\"p\",{children:\"Thought leadership is simply the process of putting your expertise on display. This is critical for building trust with your prospective customers and ensuring they choose you over your competitors. The majority of decision-makers consult thought leadership content when determining who to give their business to.\"}),/*#__PURE__*/e(\"p\",{children:\"Publishing guides or case studies and participating in public conversations are all ways of demonstrating your knowledge. Combining this content with a tool like LeadBoxer lets you qualify leads on autopilot.\"}),/*#__PURE__*/e(\"p\",{children:\"Perhaps most important to remember is that the best thought leaders are passionate about education. They find joy and value in creating informative content that, on its own, can make peoples\u2019 lives better. Potential customers can sense that dedication and will feel endeared by it.\"}),/*#__PURE__*/t(\"p\",{children:[\"Already have plenty of thought leadership content and looking for a way to make it work harder for you? Take LeadBoxer for a spin and see how it can transform your blog into a lead generation tool. Get \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/start/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"a free two-week trial\"})}),\" and try out LeadBoxer today.\"]})]});export const richText5=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"If your sales team isn\u2019t leveraging intent data when researching prospects, then you can assume there\u2019s a huge leak in your pipeline. When it comes to identifying accounts with the highest likelihood of doing business with your company, intent data is the most important tool at your disposal. It also gives you a head start on your competitors.\"}),/*#__PURE__*/e(\"p\",{children:\"This guide covers what intent data is, why it's more valuable than other types of business-to-business (B2B) data, and step-by-step instructions for how to use it in your business. In no time, you can shore up your sales pipeline and maximize your output while minimizing your effort.\"}),/*#__PURE__*/e(\"p\",{children:\"Read on or jump ahead to these topics:\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})})})})]});export const richText6=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"What is Intent Data?\"}),/*#__PURE__*/e(\"p\",{children:\"Intent data tells you whether or not an individual or account is actively seeking the kind of solution your company provides. It\u2019s derived from things like:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Recently searched topics or keywords\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Ads clicked on\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"How prospects are using \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/generate-leads-using-social-media/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"social media\"})})]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"News about the company such as job changes, new investors, or new owners\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Vendors gather intent data by tracking cookies and IP addresses. With intent data at your fingertips, you can figure out who might benefit from your product before they come across your brand. This can give you a head start over competitors when identifying accounts worth reaching out to.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"We previously published a detailed guide on the different types of intent data and the best software for finding it. \"}),/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/intent-data\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"em\",{children:\"Check it out here.\"})})})]}),/*#__PURE__*/e(\"h2\",{children:\"Why Intent Data is More Valuable Than Other Types of Data\"}),/*#__PURE__*/e(\"p\",{children:\"In addition to intent data, sales teams often rely on a few other types of B2B data during the sales process:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Firmographic Data:\"}),\" Firmographics are for companies as demographics are for people. This data describes a business\u2019s name, how many employees it has, its location, revenue, etc.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Contact Data:\"}),\" These are the details that help you reach a particular individual within a company, like their name, phone number, \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/email-lookup-tools/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"email address\"})}),\", social media profiles, and job title.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Technographic Data:\"}),\" This tells you what software a business is already using, but it can\u2019t necessarily tell you how often employees use it or how long the company has had a particular tool.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Engagement Data:\"}),\" Engagement describes things like how often an account is visiting your website, what links they\u2019re clicking in your email marketing, and how long they stay on a particular page.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Prioritization Data:\"}),\" This is when you analyze all the data described above\u2014usually with the help of artificial intelligence\u2014and rank prospects according to how likely they are to buy. A lead score is a common example of prioritization data.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"All of this data is useful. But without intent data, you\u2019re not getting an accurate picture of which accounts are most worth your time. It\u2019s like finishing a puzzle but missing the most important piece.\"}),/*#__PURE__*/t(\"p\",{children:[\"For example, your \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-intelligence/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead intelligence\"})}),\" software might highlight an account that fits your ideal customer profile and has high engagement with your brand. What it\u2019s not seeing is that the individual visiting your site is researching market trends or thinking about making a career change in your industry.\"]}),/*#__PURE__*/e(\"h3\",{children:\"What Intent Data Shows\"}),/*#__PURE__*/e(\"p\",{children:\"Intent data shows whether that account is actually interested in buying your product or if they\u2019re just passing through. This prevents sales reps from wasting their time on uninterested contacts.\"}),/*#__PURE__*/e(\"p\",{children:\"Intent data is also more valuable because it brings your brand to someone\u2019s attention earlier in their buyer journey.\"}),/*#__PURE__*/e(\"p\",{children:\"Your sales team might not start collecting other types of data\u2014especially engagement data\u2014until after someone visits your website for the first time. However, that prospect may have been researching your competitors long before ever coming across your brand. Intent data finds your ideal customers even if they don\u2019t know who you are yet so your reps can contact them first.\"}),/*#__PURE__*/e(\"h2\",{children:\"How to Leverage Intent Data to Drive Sales\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Use a Third-Party Intent Data Vendor\"})})}),/*#__PURE__*/e(\"p\",{children:\"A third-party intent data vendor lets you see what topics and keywords accounts are searching for across thousands of sites. This gives your sales reps insight into who is potentially looking for a product or service you provide before they ever land on your page.\"}),/*#__PURE__*/t(\"p\",{children:[\"Popular third-party intent data vendors include \",/*#__PURE__*/e(n,{href:\"https://bombora.com/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Bombora\"})}),\" and \",/*#__PURE__*/e(n,{href:\"https://www.aberdeen.com/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Aberdeen\"})}),\". With Aberdeen, you can integrate the software with Salesforce so companies expressing intent appear on the dashboard.\"]}),/*#__PURE__*/e(\"img\",{alt:\"aberdeen intent for salesforce\",className:\"framer-image\",src:\"https://framerusercontent.com/images/4pWJ3hUiAoutCf6Bl0AgRBADEIM.png\",srcSet:\"https://framerusercontent.com/images/4pWJ3hUiAoutCf6Bl0AgRBADEIM.png?scale-down-to=512 512w,https://framerusercontent.com/images/4pWJ3hUiAoutCf6Bl0AgRBADEIM.png 1024w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.aberdeen.com/product/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/t(\"p\",{children:[\"According to research from Insights For Professionals, \",/*#__PURE__*/e(n,{href:\"https://www.insightsforprofessionals.com/marketing/digital-marketing/10-must-know-stats-about-intent-data\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"99 percent of businesses\"})}),\" are using some form of intent data, so it\u2019s crucial that your sales reps have every advantage when reaching out to accounts. Aberdeen\u2019s \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/why-we-love-alerts/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"alerts\"})}),\" give them that edge.\"]}),/*#__PURE__*/e(\"p\",{children:\"There are some downsides to using third-party intent data. Vendors are limited by the number of sites and topics they monitor. They also can\u2019t give context for someone\u2019s searches.\"}),/*#__PURE__*/e(\"p\",{children:\"If you aren\u2019t using an automated pop-up as the one Aberdeen provides, there\u2019s the chance that the data you find will be too old to act on.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Track Anonymous First-Party Behavior\"})})}),/*#__PURE__*/t(\"p\",{children:[\"Anonymous visitors to your site are also prospects who are early in their buyer journey. They haven\u2019t yet filled out a \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-generation-tools/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead generation form\"})}),\" or signed up for your email list, but they are viewing pages and consuming your brand\u2019s content.\"]}),/*#__PURE__*/e(\"p\",{children:\"You can identify some of these accounts for free by digging into your Google Analytics. Simply access the Network Report within the dashboard, assuming you already have Google Analytics connected to your site.\"}),/*#__PURE__*/e(\"img\",{alt:\"google site visitors tracking\",className:\"framer-image\",src:\"https://framerusercontent.com/images/dMiuTLuzrmfMLHWj8qyaGStZ3sc.jpg\",srcSet:\"https://framerusercontent.com/images/dMiuTLuzrmfMLHWj8qyaGStZ3sc.jpg?scale-down-to=512 512w,https://framerusercontent.com/images/dMiuTLuzrmfMLHWj8qyaGStZ3sc.jpg?scale-down-to=1024 1024w,https://framerusercontent.com/images/dMiuTLuzrmfMLHWj8qyaGStZ3sc.jpg 1370w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.rocketmill.co.uk/how-to-see-which-companies-visited-your-site-with-google-analytics\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"To access the report, begin by logging into your Google Analytics account. Click \u2018Technology\u2019 under the \u2018Audience\u2019 header, then click \u2018Network\u2019.\"}),/*#__PURE__*/e(\"p\",{children:\"Adjust the data range as needed. This will show you some of the major ISPs visiting your site.\"}),/*#__PURE__*/t(\"p\",{children:[\"However, software like \",/*#__PURE__*/e(n,{href:\"/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"LeadBoxer\"})}),\" takes this a step further and identifies individuals and their contact info, not just their ISP\u2014all without requiring them to fill out a lead generation form.\"]}),/*#__PURE__*/e(\"img\",{alt:\"leadboxer 360 view identification\",className:\"framer-image\",src:\"https://framerusercontent.com/images/hHIA5Cjcy7AkVQ431jyjy6zes.jpg\",srcSet:\"https://framerusercontent.com/images/hHIA5Cjcy7AkVQ431jyjy6zes.jpg?scale-down-to=512 512w,https://framerusercontent.com/images/hHIA5Cjcy7AkVQ431jyjy6zes.jpg 650w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/lead-generation-platform/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"With this info, a rep can ring up a prospect and start chatting with them about some of the topics they might be interested in.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Analyze Context\"})})}),/*#__PURE__*/e(\"p\",{children:\"It\u2019s important for reps to know whether a company is undergoing job changes, gaining investors, or being bought by another business. All this news provides crucial context that can add or take away weight from your intent data.\"}),/*#__PURE__*/e(\"img\",{alt:\"sales updates dsk\",className:\"framer-image\",src:\"https://framerusercontent.com/images/C4reEHh2IpGvka2iXI2xZWm2I.png\",srcSet:\"https://framerusercontent.com/images/C4reEHh2IpGvka2iXI2xZWm2I.png?scale-down-to=512 512w,https://framerusercontent.com/images/C4reEHh2IpGvka2iXI2xZWm2I.png 552w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://business.linkedin.com/sales-solutions/sales-navigator\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://business.linkedin.com/sales-solutions/sales-navigator\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"LinkedIn Sales Navigator\"})}),\" is a great source for some of this context. It sends you alerts about what\u2019s going on at a company, like job changes. At a starting price of $65 per month, it\u2019s accessible for most professionals.\",/*#__PURE__*/e(n,{href:\"https://www.everstring.com/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"EverString\"})}),\" is another tool that gives you a \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/the-importance-of-single-customer-view-in-b2b-marketing-today/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"360-view of a prospect\"})}),\"\u2019s current situation. Not only does it track news about companies, but it also monitors 20,000 different intent signals. With a starting price of $820 per month, this solution is better for enterprise-level businesses.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Prioritize Accounts\"})})}),/*#__PURE__*/e(\"p\",{children:\"Intent data on its own can\u2019t tell you who is most worth your reps\u2019 time. You need to analyze the data along with the company\u2019s firmographics and other details. The software can make sense of all this data and create a ranking system or visual that makes it easy for sales pros to select their next contact.\"}),/*#__PURE__*/e(\"p\",{children:\"LeadBoxer\u2019s solution is its lead scoring tool. You decide which factors are most important when determining a lead score, then LeadBoxer crunches the numbers to calculate it.\"}),/*#__PURE__*/e(\"img\",{alt:\"LeadBoxer\u2019s leadscoring tool to score intent\",className:\"framer-image\",src:\"https://framerusercontent.com/images/1HUp2QsNHaX7WVwL0g06ICtw5X4.gif\",srcSet:\"https://framerusercontent.com/images/1HUp2QsNHaX7WVwL0g06ICtw5X4.gif?scale-down-to=512 512w,https://framerusercontent.com/images/1HUp2QsNHaX7WVwL0g06ICtw5X4.gif 748w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/features/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"A result is a number up to 100 that illustrates how likely a prospect is to buy. The higher the number, the more likely you can close a deal with them.\"}),/*#__PURE__*/e(\"p\",{children:\"Reps know at a glance exactly who they need to get in contact with. This saves them time so they can devote more individualized attention to qualified prospects.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Personalize Your Messaging\"})})}),/*#__PURE__*/e(\"p\",{children:\"If you\u2019ve used the right tools and done your job well, you know what products or solutions prospects are looking for and if they\u2019re the right fit for your business. Using all the data at your disposal, sales pros should reach out to contacts with content tailored to their needs and interests.\"}),/*#__PURE__*/e(\"p\",{children:\"Nothing beats the human touch. When you use intent data to zero in on the most qualified accounts, sales reps have more time and energy to speak with contacts directly instead of sending them a templated email. Your prospects are sure to notice the difference.\"}),/*#__PURE__*/e(\"h2\",{children:\"Exceed Your Sales Goals With Intent Data\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/how-intent-data-can-increase-sales-conversions/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Leveraging intent data\"})}),\" isn\u2019t just about increasing the speed and efficiency of your sales team. It\u2019s also essential for providing the highest quality experience to your potential customers. With intent data, you can anticipate their questions and provide customized content, which helps build confidence in your business.\",/*#__PURE__*/e(n,{href:\"https://www.inboxinsight.com/first-party-third-party-intent-data/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"With 99% of survey respondents claiming they already use intent data\"})}),\", you can\u2019t afford to sleep on this sales strategy. If your competitors aren\u2019t already using it in some way, they will be soon. Fortunately, several solutions work seamlessly with your existing software.\"]}),/*#__PURE__*/e(\"p\",{children:\"Looking for an all-in-one tool that gathers intent data as well as other types of B2B data, then analyzes it to generate a lead score? That\u2019s where LeadBoxer can help.\"}),/*#__PURE__*/t(\"p\",{children:[\"LeadBoxer works out of the box and is intuitive enough that your team can test it out without much training. \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/start/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Get started today\"})}),\" with a free trial.\"]})]});export const richText7=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/b2b-lead-generation-101/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Business to business lead generation\"})}),\" is one of the most essential parts of the sales cycle. Utilizing all resources at your disposal will help generate and convert your leads into sales. A crucial part of successful lead generation is the customer journey map.\"]}),/*#__PURE__*/e(\"p\",{children:\"Not only will customer journey mapping help contribute to successful lead management, but it will also help to improve your overall customer experience. B2B companies rely on customer experience for conversion rates. These strategies will help increase these rates, as well as contribute to customer satisfaction.\"}),/*#__PURE__*/e(\"p\",{children:\"Overall, the successful implementation of these strategies and maps will create strong relationships with customers. This will also improve your marketing focus and accomplish your business goals. This article will cover the best practices for B2B lead generation.\"}),/*#__PURE__*/e(\"p\",{children:\"Read on or jump ahead to these topics:\"})]});export const richText8=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Distinguishing Between B2B and B2C Customers\"}),/*#__PURE__*/e(\"img\",{alt:\"b2b vs b2c: marketing and sales comparison\",className:\"framer-image\",src:\"https://framerusercontent.com/images/J5En3XrleLavPpaMqx9dl0GPk.png\",srcSet:\"https://framerusercontent.com/images/J5En3XrleLavPpaMqx9dl0GPk.png?scale-down-to=512 512w,https://framerusercontent.com/images/J5En3XrleLavPpaMqx9dl0GPk.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/J5En3XrleLavPpaMqx9dl0GPk.png 1200w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.garyfox.co/b2c-vs-b2b-differences/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"There are two major types of business models, Business to Business (B2B) and Business to Consumer (B2C). While both of these are centered around sales, each includes different customer journey stages.\"}),/*#__PURE__*/t(\"p\",{children:[\"In short, B2C companies sell directly to consumers, while B2B companies sell to other businesses. While it seems like B2C would involve more direct interaction with people, \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/b2b-sales/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B sales\"})}),\" often involve multiple people throughout the sales cycle. It is important to remember you are not selling to the company, but rather the people who work there.Because of these differences, the customer journey maps for B2B and B2C businesses follow separate outlines. For B2B companies, the buying cycle can take \",/*#__PURE__*/e(n,{href:\"https://www.demandgenreport.com/resources/reports/2018-b2b-buyers-survey-report\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"1-3 months and 80% of these cycles\"})}),\" include up to six people.\"]}),/*#__PURE__*/e(\"h2\",{children:\"The Basics of a Customer Journey Map\"}),/*#__PURE__*/t(\"p\",{children:[\"A \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/customer-journey-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer journey map\"})}),\" is a visual representation of the customer cycle from start to finish. This strategy takes into account the entirety of a customer, including pains, emotional needs, and actions. By mapping out all of these factors, B2B companies are able to better understand their target demographic and create meaningful relationships with their leads.\"]}),/*#__PURE__*/e(\"p\",{children:\"The ideal customer journey map looks at the complete lifecycle from the introduction to any post-sale support services, including the engagement that occurs in between. While each one will look different for unique leads, there are a few customer journey mapping tools all will include based on universal experiences.\"}),/*#__PURE__*/e(\"h3\",{children:\"Common Elements for Customer Journey Maps\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/how-to-make-a-brand-persona/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Persona: A profile of the brand\"})}),\" and its client groups.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Touchpoints:\"}),\" All possible client interactions with your brand. These may include advertising, social media, direct communication, and purchases.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Moments of truth:\"}),\" Information regarding which touchpoints impact a customer.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Performance Indicators:\"}),\" Anything that evaluates how customers are responding to touchpoints.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Visuals:\"}),\" Typically, this is either a linear or cyclical illustration of the customer cycle.\"]})})]}),/*#__PURE__*/e(\"h3\",{children:\"Creating The Customer Journey Map\"}),/*#__PURE__*/e(\"p\",{children:\"Once you understand the concept of the map, you can begin creating for each of your customers. Begin with the prep work and go through the process one step at a time. These maps won\u2019t seem like a huge undertaking if you have a plan of attack.\"}),/*#__PURE__*/e(\"p\",{children:\"Set your objective. Determine what you want to get out of the map to make sure you are including the correct information. Clear objectives will guarantee that the map is beneficial to your sales process.\"}),/*#__PURE__*/t(\"p\",{children:[\"Next, define the persona and determine the touchpoints. These parts will be crucial in generating your B2B leads. Finish mapping by identifying the performance indicators. Choose ways to best identify how the customer is interacting with your brand and learn about \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/creating-sales-urgency\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"creating sales urgency\"})}),\".\"]}),/*#__PURE__*/e(\"h2\",{children:\"What is Lead Management?\"}),/*#__PURE__*/t(\"p\",{children:[\"Before you can start successfully using your customer journey maps, understanding \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/7-reasons-for-the-growing-demand-for-lead-management-software/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead management\"})}),\" will ensure the conversion of leads to sales. Simply put,\",/*#__PURE__*/e(n,{href:\"https://technologyadvice.com/blog/sales/what-is-lead-management/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" lead management\"})}),\" is the process of managing throughout the buying journey.\"]}),/*#__PURE__*/e(\"h3\",{children:\"The Lead Management Cycle\"}),/*#__PURE__*/e(\"p\",{children:\"Lead management goes through five major steps to help create conversions.\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"The Lead capture:\"}),\" determining leads and preparing them for the cycle\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-qualification/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"Lead qualification:\"})})}),\" scoring the lead to find out how sales-ready it is\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"The \"}),/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Lead nurturing:\"})}),\" helping push leads from expressing interest to purchasing\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lead routing:\"}),\" handing off the leads that are sales-ready\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Lead reporting:\"}),\" closing the gap between marketing and sales\"]})})]}),/*#__PURE__*/e(\"h3\",{children:\"Important Elements of B2B Lead Management\"}),/*#__PURE__*/e(\"p\",{children:\"B2B sales involve a lot of moving parts. It is important to keep track of everything in the beginning stages to have a high conversion rate later on in the cycle.\"}),/*#__PURE__*/t(\"p\",{children:[\"Lead management involves identifying the people in the process, including your internal team and the contacts of your leads. Determine your internal processes as well. Make sure to decide upon a centralized lead qualification process, as well as have passive \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/content-marketing-strategy-swot/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing content\"})}),\" ready for the early stages.Avoid the common mistakes where \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/upcoming-trends-in-lead-generation-management-for-2023/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead management\"})}),\" can fall short. For example, don\u2019t pass off qualified leads unless they meet all of the agreed-upon criteria. Use cross-marketing for all of your lead nurturing. Make sure to view your lead management through the customer lens.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Using Your Customer Journey Maps\"}),/*#__PURE__*/e(\"img\",{alt:\"b2b journey mapping\",className:\"framer-image\",src:\"https://framerusercontent.com/images/7QLtyHoje6uL18u6Py2HKoaxfuY.png\",srcSet:\"https://framerusercontent.com/images/7QLtyHoje6uL18u6Py2HKoaxfuY.png?scale-down-to=512 512w,https://framerusercontent.com/images/7QLtyHoje6uL18u6Py2HKoaxfuY.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/7QLtyHoje6uL18u6Py2HKoaxfuY.png 1600w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://heartofthecustomer.com/the-top-10-reasons-customer-journey-mapping-projects-fail/b2b-journey-map_hoc-brochure_outline_detailed-process-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/t(\"p\",{children:[\"Creating the map is the first step to making the most out of this sales strategy. Ideally, you will have a\",/*#__PURE__*/e(n,{href:\"https://blog.marketo.com/2020/04/successful-customer-journey-map-6-steps.html\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" customer journey map\"})}),\" for each lead. The main objective of this strategy is to properly nurture your leads to convert into sales, as well as improve the overall customer experience.\"]}),/*#__PURE__*/e(\"p\",{children:\"These should help with introductions, creating brand awareness, and successful education of your product to leads.\"}),/*#__PURE__*/e(\"h3\",{children:\"Introduction to Your Lead and Starting a Conversation\"}),/*#__PURE__*/e(\"p\",{children:\"Using your gathered information, plan the introduction of your brand to the lead. This is the first part of your customer\u2019s journey with your brand, and first impressions really matter. Determine the best first touch and be sure to document all of the following interactions.\"}),/*#__PURE__*/e(\"p\",{children:\"From this point, the goal will be to build your relationship while allowing passive content (social media and paid advertising) to further educate the lead about your product.\"}),/*#__PURE__*/t(\"p\",{children:[\"This tactic successfully combines your customer journey map with your brand\u2019s marketing strategy. It\u2019s been found that laying out this plan can \",/*#__PURE__*/e(n,{href:\"https://wp.leadboxer.com/wp-content/uploads/AVCo-B2B-Marketing-Whitepaper_Part1_Customer-Journey-Mapping.pdf\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"increase marketing to sales conversions by 25%\"})}),\".\"]}),/*#__PURE__*/e(\"h3\",{children:\"Getting to Know Your Lead\"}),/*#__PURE__*/e(\"p\",{children:\"Once the conversation has begun, the customer journey map plays a role in better understanding the target customer. The data collected by your map provides crucial insights into how your customer behaves and the motivations behind their actions.\"}),/*#__PURE__*/e(\"p\",{children:\"To move from a lead to a qualified lead, multiple touches must happen. By being able to place these touchpoints into a specific section on the map, you can begin to see underlying needs and patterns within the customer.\"}),/*#__PURE__*/e(\"p\",{children:\"This data is important for providing an excellent customer service experience. Imagine, you\u2019re able to have an in-depth understanding of your lead\u2019s actions. This allows you to predict their movements, choose the best times to reach out, and provide solutions to problems for them.\"}),/*#__PURE__*/e(\"p\",{children:\"Customer satisfaction is key to having repeat purchases. Being able to identify the needs of a lead and provide solutions with your product will help create a meaningful relationship that benefits both sides.\"}),/*#__PURE__*/e(\"h3\",{children:\"Collecting Data and Measuring Conversions\"}),/*#__PURE__*/e(\"img\",{alt:\"collecting data and measuring conversions\",className:\"framer-image\",src:\"https://framerusercontent.com/images/eyo5pObAIa9DpbFicm48aQJQlM.png\",srcSet:\"https://framerusercontent.com/images/eyo5pObAIa9DpbFicm48aQJQlM.png?scale-down-to=512 512w,https://framerusercontent.com/images/eyo5pObAIa9DpbFicm48aQJQlM.png 710w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://business.linkedin.com/en-uk/marketing-solutions/blog/posts/marketing-solutions/2018/lead-gen-forms-and-conversion-tracking--when-to-use-each\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"Customer journey maps do more than just provide the framework for your actions. These plans allow you to collect data and analyze it to continually improve your sales process.\"}),/*#__PURE__*/e(\"p\",{children:\"These maps allow you to track the channels incoming leads originate in. By having this information, your company is able to see which tactics are worth focusing on and which areas need improvement to create engagement.\"}),/*#__PURE__*/e(\"p\",{children:\"Data also allows you to trace the path each lead took before converting to a qualified lead. You will be able to see if they responded to a LinkedIn message, interacted with an Instagram post, or visited your website through a search.\"}),/*#__PURE__*/t(\"p\",{children:[\"By including these paths as they occur in your map, you can begin to understand the customer and utilize this information to best \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-generation-tools/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"generate new leads\"})}),\". Keeping track of this data allows you to keep an eye on changing trends, so you can shift your focus to channels that provide the most engagement.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Generating New Leads and Discovering Generation Channels\"}),/*#__PURE__*/t(\"p\",{children:[\"A completed customer journey map provides a clear view of all the possible generation channels. Usually, undiscovered \",/*#__PURE__*/e(n,{href:\"https://leadgenerationinstitute.com/what-channels-should-the-b2b-industry-use-to-generate-leads/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"generation channels\"})}),\" may get passed over or lumped together with existing ones. By having this map, you won\u2019t miss any opportunities to generate leads.\"]}),/*#__PURE__*/e(\"p\",{children:\"Along with discovering new channels, these maps may help you generate new leads by providing new touches. All of this can be measured through your data, so you can fully understand what is the best way to create conversions and grow your customer base.\"}),/*#__PURE__*/e(\"h2\",{children:\"The Importance of the Customer Journey Map\"}),/*#__PURE__*/t(\"p\",{children:[\"Overall, this strategy should play a prominent role in B2B sales, \",/*#__PURE__*/e(n,{href:\"/blog/guide-to-account-based-selling/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"account based selling\"})}),\", and marketing strategy. From the initial prep work and research of a lead to closing the deal, this map will be there to guide and collect data.Start as soon as you capture a lead, and \",/*#__PURE__*/e(n,{href:\"https://business.linkedin.com/marketing-solutions/blog/sales-and-marketing/2018/customer-journey-map-definition-benefits-examples\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"continue using the map\"})}),\" throughout the customer journey stages. This will ensure that your leads are following the path to conversion.\"]})]});export const richText9=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"This article will discuss how the buying cycle and content mapping can guide your lead nurturing strategies to ensure that the customer journey is effortless. This article also includes a few examples of email nurturing content that can help boost the effectiveness of your marketing campaigns, convert leads into sales, and help your company understand the impact of content on the buying journey.\"}),/*#__PURE__*/e(\"p\",{children:\"Read on or \u201Cjump\u201D ahead to these sections to learn more:\"})]});export const richText10=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Content Mapping and the Buyer\u2019s Journey Guide Lead Nurturing Strategy\"}),/*#__PURE__*/t(\"p\",{children:[\"Creating lead nurturing campaigns has become one of the most \",/*#__PURE__*/e(n,{href:\"/blog/guide-to-thought-leadership/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"successful ways to transform leads into sales\"})}),\". Both B2B and B2C companies are familiar with the strategy. And \",/*#__PURE__*/e(n,{href:\"https://www.invespcro.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"35% of marketers\"})}),\" have some sort of strategy currently in place. More than that 50% of companies who have one or more successful lead nurturing campaigns have created more sales-ready leads at a 33% lower cost than those without lead nurturing strategies.\"]}),/*#__PURE__*/e(\"img\",{alt:\"lead nurturing strategy\",className:\"framer-image\",src:\"https://framerusercontent.com/images/hkWV6XZxCs9XGAllNSiSDRdcbVM.png\",srcSet:\"https://framerusercontent.com/images/hkWV6XZxCs9XGAllNSiSDRdcbVM.png?scale-down-to=512 512w,https://framerusercontent.com/images/hkWV6XZxCs9XGAllNSiSDRdcbVM.png 809w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.lehighvalleychamber.org/emailmarketing.html\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/t(\"p\",{children:[\"Over \",/*#__PURE__*/e(n,{href:\"https://www.campaignmonitor.com/resources/knowledge-base/what-is-lead-nurturing/#:~:text=A%20lead%20nurturing%20email%20campaign%20is%20an%20automated%2C%20personalized%2C%20email,may%20impact%20their%20buying%20behavior.\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"55% of marketers have said that email campaigns drive the highest ROI\"})}),\" of any of their other lead nurturing platforms. As such, email marketing remains one of the most powerful tools for converting leads to sales, advertising, and leveraging insights to boost the \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/customer-journey-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"customer journey\"})}),\" experience. Using lead nurturing email content can help your brand convert leads into sales, ensuring that customers have the most \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/customer-journey-map/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"personalized and helpful customer journey\"})}),\" content.\"]}),/*#__PURE__*/e(\"img\",{alt:\"the buying cycle diagram\",className:\"framer-image\",src:\"https://framerusercontent.com/images/tqSVamOHg2Rac36tovKm0DBzQk.png\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.mycustomer.com/selling/ecommerce/where-are-customers-dropping-out-of-your-buying-cycle-and-what-can-you-do\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"The Buyer\u2019s Journey\"})})}),/*#__PURE__*/t(\"p\",{children:[\"The Buying Cycle makes up the broad stages of a customer journey. Personalizing your lead nurturing content to a given customer means ensuring that they are targeted with the most useful product or service options. The Buyer\u2019s Journey represents each step in the process of a potential customer becoming a repeat buyer. The \",/*#__PURE__*/e(n,{href:\"https://www.forentrepreneurs.com/buying-cycle-and-triggers/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"buyer\u2019s journey\"})}),\", also known as the customer journey, is comprised of three core steps that a potential buyer may follow:\"]}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\\xa0Awareness\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\\xa0Evaluation or Consideration\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\\xa0Purchase\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"As the buyer moves through these three steps, your brand must also supplement the buyer\u2019s journey with email nurturing content. This kind of content is crucial for the success and follow-through of a sale from a particular buyer. And therefore, requires careful consideration and planning. Leadboxer\u2019s platform offers a variety of tools that can aid in lead generation, and gather insights so that your company can \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/platform/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"create the most effective content\"})}),\" for each lead.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Content Mapping\"})})}),/*#__PURE__*/t(\"p\",{children:[\"Content Mapping is one strategy that ensures that your brand is creating the most relevant, effective content for your target audience. The kind of content that is created for a particular content map relies on the sales cycle of your own company, as well as that of your industry. It is also crucial to \",/*#__PURE__*/e(n,{href:\"https://blog.hubspot.com/marketing/buyer-persona-research\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"create buyer personas\"})}),\" so that your strategy is well-informed of what your clients needs.\"]}),/*#__PURE__*/e(\"img\",{alt:\"creating buyer personas\",className:\"framer-image\",src:\"https://framerusercontent.com/images/zr7n28Pxf1pPXidrwre7qvU6Owg.png\",srcSet:\"https://framerusercontent.com/images/zr7n28Pxf1pPXidrwre7qvU6Owg.png?scale-down-to=512 512w,https://framerusercontent.com/images/zr7n28Pxf1pPXidrwre7qvU6Owg.png 960w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://blog.hubspot.com/marketing/buyer-persona-research\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"p\",{children:\"Defining and redefining your target audience, and aligning this audience with the correct buyer persona is crucial to ensure a successful email nurturing campaign. Creating a variety of content assets that differs from competitive brands is one sure-fire way to stand out among current and potential customers. Fostering a customer-driven mentality throughout the brand exhibits consistency and trust with customers who feel they have derived value from your brand\u2019s content and relationship.\"}),/*#__PURE__*/e(\"h2\",{children:\"Aligning an Email Nurturing Campaign with the Buyer\u2019s Journey\"}),/*#__PURE__*/t(\"p\",{children:[\"Targeted, customizable, and valuable email campaigns provide a high return on investment (ROI) for \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/inbound-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"inbound marketing\"})}),\" tactics. The ultimate goal of email nurturing or \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead nurturing\"})}),\" through email campaigns is to build trust with customers.The benefits of email \",/*#__PURE__*/e(n,{href:\"/blog/creating-a-top-lead-strategy-in-2021/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead nurturing campaigns\"})}),\" from a logistical standpoint are that while they do require planning and prepared execution, these kinds of campaigns are ultra-targeted, automated, and timely. Creating unique content for each stage of the buyer\u2019s journey is an email campaign strategy to carry out lead nurturing that converts prospective buyers into customers.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Stage One: Customer Awareness of Your Brand\"})})}),/*#__PURE__*/e(\"p\",{children:\"During the awareness stage, the focus of your lead nurturing content should be on providing information about the customer\u2019s problems, not on your brand\u2019s solution to those problems. Providing information that educates a potential buyer about their problem begins to foster trust in the customer and sends the message that your brand is not just simply looking for another source of business.\"}),/*#__PURE__*/t(\"p\",{children:[\"Certain kinds of informational content are\",/*#__PURE__*/e(n,{href:\"https://blog.hubspot.com/blog/tabid/6307/bid/31406/how-to-map-lead-nurturing-content-to-each-stage-in-the-sales-cycle.aspx\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" most appropriate\"})}),\" for this stage in the buyer's journey, and once a client has expressed awareness and interest in learning more, your brand can begin its lead nurturing email campaign. Below is a list of some potential types of content that are appropriate for the awareness stage:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Informational emails:\"}),\" These emails serve to give customers more information about the brand. They should provide information about certain potential problems that a customer might have, based on buyer personas, and other demographics.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Demo Videos, \"}),/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/generate-leads-using-social-media/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"social media\"})})}),/*#__PURE__*/e(\"strong\",{children:\", and tip sheets or checklists:\"}),\" Visual cues are crucial for any kind of marketing campaign, and can be especially useful for giving information to customers who are previewing many different products or services. Quick informational facts and product information can be compiled into a comprehensive video, infographic, or \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/leads-using-social-media/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"social media post\"})}),\".\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Stage Two: Evaluation, Deeper Exploration, and Consideration\"})})]}),/*#__PURE__*/e(\"p\",{children:\"At this stage, a customer has identified their interest in your brand. And has possibly reached out to the sales team, marketing team, or has otherwise expressed a deeper interest in exploring your product offerings. This is the time to begin advertising your brand's products and services. But most importantly, specifying how your products can address that customer\u2019s pain points.\"}),/*#__PURE__*/e(\"p\",{children:\"Creating lead nurturing content at this stage of the buying cycle is crucial. Because it can determine whether a customer will follow through and convert into a sale, or take their business elsewhere. The goal of this kind of content is to highlight the usefulness of your brand\u2019s products and offerings. The more that a customer values their relationship with their brand, the better the customer journey, encouraging sales conversions from prospective leads.\"}),/*#__PURE__*/e(\"p\",{children:\"Having compiled various types of content now is the time to offer more in-depth content that provides a comprehensive look at how your products or services would solve the customer\u2019s pain points. Some appropriate content might include:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Educational Webinars, e-Books, and blog posts:\"}),\" In-depth and long-form content are effective for providing information about how your brand\u2019s products or services can solve the customer\u2019s pain points. Webinars provide space for customers to take in your products and services at their own pace and reach out with questions. While e-books and blog articles can offer more tailored information about specific topics, customer testimonials, and your brand\u2019s insight into various industry problems.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Case studies and Whitepapers:\"}),\" Case studies and whitepapers are effective forms of content for customers who are looking for more data-driven and technical information about your brand's services and products. Case studies can act as in-depth testimonials and consistently rank as \",/*#__PURE__*/e(n,{href:\"https://blog.hubspot.com/marketing/case-studies-marketing\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"one of the most effective marketing strategies\"})}),\". Using case studies as a unique \",/*#__PURE__*/e(n,{href:\"https://www.newbreedmarketing.com/blog/pillar-page-best-practices\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"pillar page\"})}),\" to tie in other kinds of content builds customer trust and education.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Stage Three: Purchase and Sale Conversion\"})})]}),/*#__PURE__*/e(\"p\",{children:\"During the final stage in the buyer's journey, customers are ready to take the next step and commit to a brand's offerings and products to aid in solving their pain points. The content that is most effective at this stage requires the lead to take action and your brand should have already provided information about the lead\u2019s problem. And how your company can best solve that issue.\"}),/*#__PURE__*/e(\"p\",{children:\"That being said, there is still a variety of content that can solidify a sale in this final stage. Effective content at this stage can include:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"A free Trial or Live Demo:\"}),\" Providing these kinds of interactive content is crucial to showing the customer that your product or service is going to solve their problem. Showing the lead that your brand is the best fit for them is important. A customer is more likely to invest long term when they know a product works well for them.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Consultation or Estimate:\"}),\" Gives the lead an idea of how your services would fit into their budget and company overall and should be used to educate the customer to the fullest about their situation. And help them come to a decision.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Coupon or Product Reviews:\"}),\" Past product reviews can act as \u201Crecommendations\u201D from past customers who have experienced similar issues and may provide the lead with the needed proof that your company is the solution to their problems. Coupons or a discount on a certain product or service are another way to demonstrate to the customer that your brand cares about helping them with their problem, rather than just treating them as another sale.\"]})})]}),/*#__PURE__*/t(\"p\",{children:[\"All of these different types of content can and should be used in your lead nurturing email campaigns. By providing potential clients with a variety of \",/*#__PURE__*/e(n,{href:\"https://www.constant-content.com/content-writing-service/2017/11/creating-content-for-the-buyers-journey/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"content at each stage of the buying cycle\"})}),\", a qualified lead is nurtured from beginning to end and is more likely to lead to a sale.Making sure that the right kind of content is reaching customers at the right time is important to ensure that customers don\u2019t feel overwhelmed or spammed with content that is not useful. LeadBoxer\u2019s platform can help you create the most effective content for boosting the buyer\u2019s journey. For additional information, contact LeadBoxer for a \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/demo/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"free demo\"})}),\".\"]})]});export const richText11=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/b2b-sales/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Business-to-business (B2B) sales\"})}),\" involve companies selling products and services to other businesses. B2B companies either sell items to another company so they can make their own products or meet a specific need.\"]}),/*#__PURE__*/e(\"h2\",{children:\"The Purpose of a Good B2B Lead Strategy\"}),/*#__PURE__*/t(\"p\",{children:[\"In B2B sales, you\u2019re likely to deal with several decision-makers within one company. In fact, salespeople engaged in B2B sales will need to work with an\",/*#__PURE__*/e(n,{href:\"https://www.themarketingblender.com/statistics-every-b2b-company-know-boost-sales/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" average of seven decision-makers\"})}),\". These people include CEOs, sales representatives, board members, and those in the financial and legal departments.Selling to a group of people is different than pitching to an individual as in business-to-consumer (B2C) sales. The need to successfully make a pitch to individuals with varying perspectives differentiates \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/creating-a-top-lead-strategy-in-2023/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B lead strategy\"})}),\" from that required for B2C sales.\"]}),/*#__PURE__*/e(\"img\",{alt:\"bidfood\",className:\"framer-image\",src:\"https://framerusercontent.com/images/0n5hanQBWathFd2XHVYlEOPUvjE.png\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/b2b-sales/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"h2\",{children:\"Elements of an Effective B2B Lead Strategy\"}),/*#__PURE__*/t(\"p\",{children:[\"Relationship building is essential to both B2B and B2C \",/*#__PURE__*/e(n,{href:\"/blog/creating-a-top-lead-strategy-in-2021/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead strategies\"})}),\" but takes on increased importance in the B2B arena. Here are some elements of a successful business-to-business lead sales and marketing strategy:\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Know Your Prospects\"})})}),/*#__PURE__*/e(\"p\",{children:\"Researching those you\u2019re selling your product or service to will improve your chance of a successful transaction. Keep in mind, not every business prospect is a good fit. If you know this beforehand, you\u2019ll avoid wasting time and energy that could be spent on quality leads.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Focus on Building Relationships\"})})}),/*#__PURE__*/t(\"p\",{children:[\"Typically, the \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/email-tracking-the-complete-guide-for-b2b-sales-teams/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B sales\"})}),\" and relationship-building processes take more time in comparison to B2C. In B2B, businesses\",/*#__PURE__*/e(n,{href:\"https://www.b2binternational.com/themes/customer-satisfaction-publications/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" lose 45-50% of their clients\"})}),\" over five years, which is significant and must be addressed.To avoid losing B2B prospects, building and maintaining long-term relationships through a strong \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead nurturing\"})}),\" strategy is encouraged. B2B sales bring in more revenue than B2C sales as you\u2019re dealing with companies, not individual consumers. When a B2B client is lost, thousands, not hundreds of dollars can disappear.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Build an Effective Website\"})})}),/*#__PURE__*/t(\"p\",{children:[\"Most B2B leads will do thorough research before making a purchasing decision. They will examine your website and \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/generate-leads-using-social-media/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"social media\"})}),\" profiles. Make sure these look professional, and that your website is easy to navigate and clearly states your company mission, background, and includes testimonials from satisfied clients.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Establish a Social Media Presence\"})})}),/*#__PURE__*/e(\"p\",{children:\"Having a powerful social media presence is beneficial in many ways. It can offer your sales and marketing departments the following advantages:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Insight into your competitors and prospects\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"An avenue to establish credibility\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A means for building trust with leads and buyers\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Opportunities to reach out to prospects and buyers\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"\\xa0Allows \",/*#__PURE__*/e(n,{href:\"/blog/social-selling-index-best-practices/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"social selling\"})})]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Helps share content\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Use Email Marketing\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"According to\",/*#__PURE__*/e(n,{href:\"https://wp.leadboxer.com/wp-content/uploads/EXCERPT-BMR-2013-Email-Marketing.pdf\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" Marketing Sherpa\"})}),\", 64% of respondents believe email marketing delivers the best return on investment. Email marketing is effective in cultivating relationships with business prospects and in nurturing them through the sales funnel.\"]}),/*#__PURE__*/e(\"img\",{alt:\"email marketing ROI\",className:\"framer-image\",src:\"https://framerusercontent.com/images/aOrWw4wEFsN5EdGWCqOOmEiU.jpg\",srcSet:\"https://framerusercontent.com/images/aOrWw4wEFsN5EdGWCqOOmEiU.jpg?scale-down-to=512 512w,https://framerusercontent.com/images/aOrWw4wEFsN5EdGWCqOOmEiU.jpg 970w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://wp.leadboxer.com/wp-content/uploads/EXCERPT-BMR-2013-Email-Marketing.pdf\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"h2\",{children:\"The Importance of Sales and Marketing Alignment\"}),/*#__PURE__*/t(\"p\",{children:[\"As mentioned previously, relationships are a crucial element in B2B sales. \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/everything-you-need-to-know-about-b2b-go-to-market-strategy/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Everything in your B2B strategy\"})}),\" should revolve around building long-term relationships with business prospects. A strong business-to-business leads strategy will involve both the sales and marketing teams.Your organization will appear more credible and trustworthy when the marketing and sales teams work together. Companies with a \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/how-to-growth-hack-your-b2b-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"B2B strategy that features sales and marketing\"})}),\" alignment are more successful in nurturing prospects into buyers.\"]}),/*#__PURE__*/e(\"p\",{children:\"Throughout the marketing and sales processes, both departments work together to provide a cohesive, smooth experience for prospects. Marketing produces valuable content at each stage of the funnel while sales provides personal and prompt lead follow-up. Both sales and marketing must do all they can to serve, nurture, and build relationships with each lead.\"}),/*#__PURE__*/e(\"h2\",{children:\"Market Alignment Goals\"}),/*#__PURE__*/t(\"p\",{children:[\"Your marketing message plays a big role in the success of your company\u2019s B2B sales.\",/*#__PURE__*/e(n,{href:\"https://www.industryarchive.org/articles/market-alignment-what-is-it-why-you-need-it-314#:~:text=Market%20alignment%20is%20the%20process,message%20is%20intended%20to%20persuade.\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" Market alignment\"})}),\" is defined as \u201Cthe process of creating a marketing message that is appropriately aligned, or in sync, with the target audience the message is intended to persuade.\u201D The goal of your market alignment is to deliver the right message at the right time to the right prospects.\"]}),/*#__PURE__*/e(\"p\",{children:\"This is achieved when you focus on the buyer\u2019s needs rather than on emphasizing how good your company,\\xa0 products, and services are. Knowing your prospects, their pain points, and how your services and products can help, builds trust and a rapport. The early relationship-building formed by market alignment messaging improves the chances of a sale.\"}),/*#__PURE__*/e(\"p\",{children:\"To fully understand which prospects your marketing department should be targeting, regular collaboration with the sales team is required. When marketing and sales are properly aligned, customer-centric messaging is incorporated into each sales funnel stage. Marketing can introduce market alignment messaging into content and sales can include it in lead follow-up and nurturing initiatives.\"}),/*#__PURE__*/e(\"img\",{alt:\"market alignment success\",className:\"framer-image\",src:\"https://framerusercontent.com/images/4GUFUiFNpojDgOFnocRFgYn8.png\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:/*#__PURE__*/e(n,{href:\"https://www.industryarchive.org/articles/market-alignment-what-is-it-why-you-need-it-314#:~:text=Market%20alignment%20is%20the%20process,message%20is%20intended%20to%20persuade.\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"Source\"})})}),/*#__PURE__*/e(\"h2\",{children:\"Sales and Marketing Misalignment Issues\"}),/*#__PURE__*/e(\"p\",{children:\"When sales and marketing aren\u2019t on the same page problems ensue. Beyond the miscommunication and contradictory messaging issues that are bound to occur, misalignment can negatively affect the buyer\u2019s journey. This lack of cohesiveness makes it more difficult to convert B2B leads into paying customers.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Issue #1: Poor Marketing Qualified Leads\"})})}),/*#__PURE__*/t(\"p\",{children:[\"A common marketing and sales misalignment issue is the failure to produce \",/*#__PURE__*/e(n,{href:\"https://www.tableau.com/learn/articles/marketing-qualified-lead#:~:text=A%20Marketing%20Qualified%20Lead%20(MQL,a%20customer%20than%20other%20leads.\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing qualified leads\"})}),\" (MQLs) to sales. As a result, the sales team is stuck with poor prospects that do not respond to lead nurturing efforts. In turn, these leads fail to convert into paying customers.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Issue #2: Lack of Lead Follow-Up and Nurturing\"})})}),/*#__PURE__*/t(\"p\",{children:[\"Whether prospects are qualified or not, marketers can get frustrated at sales for not following up and \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-nurturing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"nurturing the leads\"})}),\" they are given. Once the marketing department hands off prospects to sales,\\xa0 its nurturing endeavors may end.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Issue #3: Poor Marketing to Sales Handoff\"})})}),/*#__PURE__*/t(\"p\",{children:[\"When the sales and marketing teams use different \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-qualification/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead qualification\"})}),\" requirements, the prospect handoff can cause problems. When prospective buyers are handed off from marketing to sales, mixed messaging can occur. Leads are quick to notice the inconsistency and may be hesitant to move forward along the sales funnel.\"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Issue #4: Lack of ROI Attributed to Marketing\"})})}),/*#__PURE__*/e(\"p\",{children:\"In some cases, marketers don\u2019t know how their lead generation impacts the company\u2019s return on investment (ROI). This can alienate the marketing team and lower the incentive and motivation for your marketers to aggressively seek the new leads your company needs.\"}),/*#__PURE__*/e(\"h2\",{children:\"Strategies for Meeting Your Marketing Goals\"}),/*#__PURE__*/t(\"p\",{children:[\"Common B2B \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/marketing-goals/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing goals\"})}),\" include producing qualified leads for your sales team, creating valuable, targeted content, and building relationships with buyers. Successfully completing these tasks plays an essential role in bringing awareness to your brand, products, and services. These goals are more attainable when they are S.M.A.R.T goals (specific, measurable, attainable, relevant, timely).Here are some B2B \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/marketing-goals/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing goal\"})}),\" strategies to try:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Establish MQLs Criteria: \"}),\"Work with your sales team to create uniform \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/mql-vs-sql/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing qualified leads\"})}),\" criteria. Only prospects that meet all of these established conditions should be referred to sales for nurturing.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Track Marketing ROI Contribution:\"}),\" Inform your marketers of how their \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/lead-generation-tools/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"lead generation\"})}),\" efforts have directly contributed to the company\u2019s ROI.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Involve Marketers in the \"}),\"Sales Process: Create opportunities for your marketers to \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/how-to-make-better-sales-calls/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"sit in on sales calls\"})}),\" and learn the overall selling process.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Utilize \"}),/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/b2b-marketing-automation-workflow-guide/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:/*#__PURE__*/e(\"strong\",{children:\"Marketing Automation\"})})}),/*#__PURE__*/e(\"strong\",{children:\" Tools: \"}),\"Synchronize your company\u2019s email and scheduling software between sales and marketing. Using the same program, a singular marketing message can be carried through in follow-ups by the sales team.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Create Unique Content for Each Step of the Buyer\u2019s Journey:\"}),\" Marketers can create targeted content using buyer data, marketing goals, \",/*#__PURE__*/e(n,{href:\"https://www.buyerpersona.com/what-is-a-buyer-persona\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"buyer personas\"})}),\", and lead generation strategies. The diversity of content is geared toward prospects in each stage of the sales funnel.\"]})})]}),/*#__PURE__*/e(\"img\",{alt:\"smart goals template\",className:\"framer-image\",src:\"https://framerusercontent.com/images/n3T25YnmEVnUjokmfzzM8Qppxi0.jpg\",srcSet:\"https://framerusercontent.com/images/n3T25YnmEVnUjokmfzzM8Qppxi0.jpg?scale-down-to=512 512w,https://framerusercontent.com/images/n3T25YnmEVnUjokmfzzM8Qppxi0.jpg 900w\"}),/*#__PURE__*/e(\"p\",{style:{\"--framer-text-alignment\":\"center\"},children:\"Source\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"h3\",children:/*#__PURE__*/e(\"h3\",{children:\"Marketing Content\"})})}),/*#__PURE__*/t(\"p\",{children:[\"The foundation of your \",/*#__PURE__*/e(n,{href:\"http://jawfishdigital.com/content-strategy/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"content marketing strategy\"})}),\" should be centered around your buyers\u2019 pain points and your company\u2019s unique selling proposition. B2B leads will be more trusting of a company that demonstrates how it is focused on them and the ways it can help them to succeed. Referencing your company\u2019s unique value proposition will make you stand out from your competitors.\"]}),/*#__PURE__*/e(\"p\",{children:\"Successful marketers build long-term relationships with B2B prospects, generate qualified leads, and help convert those leads into paying buyers. Throughout the buyer\u2019s journey, there are opportunities to meet these marketing goals through content. Your content needs to build prospect trust, establish and reinforce brand authority, and resolve lead queries and concerns.\"}),/*#__PURE__*/t(\"p\",{children:[\"Your \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/how-to-generate-leads-with-content-marketing/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"marketing content\"})}),\" should provide valuable information to the right prospects, at the right time. The alignment of your marketing message should be adopted by your sales team when they interact with leads. Knowledge of the sales process will help form marketing content for each stage of the sales funnel.\"]}),/*#__PURE__*/e(\"p\",{children:\"Here are things to keep in mind when building relationships with B2B leads through content marketing:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Create a content library to guide prospects through the buyer journey\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Share the content library with your sales department\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Use \",/*#__PURE__*/e(n,{href:\"https://blog.hubspot.com/marketing/ungated-content-free\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!0,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"gated content\"})})]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Your content is for informing and educating, not selling\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Keep the buyer at the center of your messaging\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Use a variety of content pieces\"})})]}),/*#__PURE__*/t(\"p\",{children:[\"To attract buyers, there must be sales and marketing alignment. Your market alignment messaging needs to be buyer-centered. There are many opportunities throughout the sales funnel to effectively use \",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/blog/content-marketing-strategy/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\"content marketing\"})}),\" to reach prospects along the buyer\u2019s journey.\"]}),/*#__PURE__*/e(\"p\",{children:\"Without a cohesive B2B lead strategy and sales and marketing alignment, you risk losing prospects. When your messaging is off, you may get unqualified leads.\"}),/*#__PURE__*/t(\"p\",{children:[\"LeadBoxer\u2019s\",/*#__PURE__*/e(n,{href:\"https://www.leadboxer.com/platform/\",motionChild:!0,nodeId:\"npnow37es\",openInNewTab:!1,relValues:[],scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(o.a,{children:\" sales lead scoring platform\"})}),\" enables you to correctly identify the best business-to-business buyers.\"]})]});export const richText12=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Don\u2019t be scared of the technical jargon surrounding Internet Protocol version 6 (IPv6). 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